INTEL_PROTOCOL_04 // PROTOCOL_SPEC
Tiering + Cohort Manifest
Tier 1–3 activation cohorts mapped to channel roles and sequencing—so spend intensity matches opportunity value and buying stage.
One Budget Cannot Serve Every Account
When every account receives the same spend intensity, your best accounts are under-supported and your worst accounts absorb budget without moving.
CRITICAL FAILURE MODES
- ✕ Tier 1 accounts never reach full committee saturation
- ✕ Tier 3 accounts consume spend without readiness
- ✕ Sequencing breaks because cohort intent isn’t encoded
Tiering Logic
TIER SIGNALS
ICP Fit
Revenue Potential
Intent Readiness
Committee Coverage
→
COHORT OUTPUT
Tier 1 / Tier 2 / Tier 3
Logic: [Value] × [Readiness] × [Coverage] → Tier assignment
PLATFORM ON (Channel Role Mapping)
We map cohorts into channel roles (reach, proof, acceleration) and enforce spend intensity + frequency by tier.
Rule: Tier 1 → Proof + Acceleration; Tier 3 → Reach only
PLATFORM OFF (Manifest-Driven Activation)
We ship an audience manifest with tier rules and a sequencing map so your buying team executes consistently across partners.
Manifest: Tier 2 cohort + sequencing stage = Proof_01
Artifacts You Receive
- ✓Tier Rubric (human-readable rules)
- ✓Cohort Manifest (export-ready audiences)
- ✓Channel Role Map by Tier
- ✓Sequencing Alignment Spec (stage → message set)
Implementation Steps
WK 1
Define tier rubric using value + readiness + committee coverage.
WK 2
Build cohort audiences and map channel roles per tier.
WK 3
Deploy tier-based spend rules and validate stage movement vs baseline.